Developing Strong Leaders for the Commercial Equipment Leasing/Financing Industry
Weekly Sales Tip for Financing/Leasing Originators.
Strong originators are the eyes and ears of the industry. They identify new opportunities and trends in the commercial equipment leasing and finance industry, but they are also the first line of defense against fraud.
Originators, by nature, are trusting individuals who seek positive outcomes from every situation. However, the strongest originators have a instinctive radar for unscrupulous situations. Their sixth sense allows them to avoid transactions which may develop into non-performing assets. The best originators are well aware of the many warning signs including, but not limited to:
Restrictions from speaking with any and all participants in a transaction
Inability to inspect equipment
Invitations to participate in transactions outside of the normal markets for the company
Any indication of side letters
Deviations from the normal verification processes used in the industry
Transactions which don't meet the "gut" test
Transactions which appear "too good to be true"
Strong originators seek the highest quality transactions and avoid questionable transactions which don't "add-up." Strong originators take their fiduciary responsibilities seriously. Strong originators ask the tough questions, get all the necessary information to make informed decisions, and attract well-performing assets in the market.
This "Sales Tip" is provided by Wheeler Business Consulting. Comments, questions and suggestions regarding
weekly tips are welcome.